...Riza Casidy; Mayoor Mohan Purpose This study aims to explore the relationship between calculative commitment and the willingness-to-pay a premium price ( WTP ) among business-to-business (B2B) buyers. Design/methodology/approach This study tested the hypotheses using a survey that involved...

... to the original publication and authors. The full terms of this licence may be seen at Link to the terms of the CC BY 4.0 licence. Business-to-business Commitment Conflict Opportunism Satisfaction Numerous studies have highlighted the critical role of effective interactions, cooperation...

... 11 2023 20 02 2024 27 02 2024 10 03 2024 © Emerald Publishing Limited 2024 Emerald Publishing Limited Licensed re-use rights only Trust Commitment Exchange performance B2B Favor reciprocity Guanxi Wasta Informal networks How do informal business networks...

...Emmanuel Arthur; George Cudjoe Agbemabiese; George Kofi Amoako; Patrick Amfo Anim Purpose This study aims to explore the role customer satisfaction play in mediating the nexus between commitment, trust, relative dependence and customer loyalty from an emerging market context under a business...

.... Borrowing from social exchange theory, this study aims to explore the antecedents of team alignment leading to team performance with mediation effects of trust, commitment and customer–service provider relationship. The moderating role of relationship length was also examined. Design/methodology/approach...

...Valter Afonso Vieira; Robert Mayberry; James Boles; Julie Johnson-Busbin; Rita Cassia Pereira Purpose Drawing on Foa and Foa’s elaboration of social exchange theory, the authors propose that buyers reciprocate perceived commitment on the part of the salesperson and supplier with commitment...

... is to address how innovation-related decisions among partners in an emerging market setting interplay with their relationship dynamics. Drawing upon commitment-trust theory by Morgan and Hunt (1994) , this research examines the link between a supplier’s decision to be innovative (i.e. supplier innovativeness...

...Carlos Ferro-Soto; Carmen Padin; Goran Svensson; Nils Høgevold Following a sales perspective on business channel relationships, the tested research model confirms that economic satisfaction exerts a positive influence on trust and commitment, which in turn affects levels of non-economic...

...Prathamesh Kittur; Swagato Chatterjee; Amit Upadhyay The findings provide managers with key insights for creating B2B brand image using reliance and trust by focusing on capabilities and commitment. To the best of the authors’ knowledge, this is one of the few papers in B2B marketing...

... by reducing the time needed to initiate and advance through sequential relationship stages. Agility in the decision-making process fosters stronger inter-firm relationships and influences other important attributes of B2B relationships, such as organizational commitment, organizational embeddedness, trust...

... examines the impact of franchisors’ leadership styles on franchisees’ relationship commitment when the company franchised outlets co-exist with independent non-franchised outlets. Specifically, this study operationalize the plural forms phenomenon in franchising, using multi-channel complexity...

... as follows. First, we provide a review of the country-level institutional environments across USA and BRIC nations. We then present a TCT- and SET-guided RM framework of trust-commitment-cooperation determinants for examining the moderation of institutional effects in the context of familiar models. Next, we...

..., on its performance. Specifically, this paper focuses on the following social features: proximity among members, trust among members, trust in network management, commitment among members, members’ engagement and exchange of information. This paper is based on evidence from a survey involving 101...

... that the implementation of information technology (IT) in industrial business relationships entails both positive and negative effects for the relationship’s continuation. The purpose is to study the digitalization of business relationships with a focus on effects on commitment in context with uncertainty and cooperation...

... re-use rights only This paper aims to test trust and commitment as mediators between economic and non-economic satisfaction in seller business relationships in contrast to previous studies on buyer business relationships. Based on a cross-industry sample of Norwegian companies...

...Yogesh Mungra; Prabhat Kumar Yadav Purpose This study aims to investigate the effect of commitment and trust on satisfaction and sequential effect of satisfaction on relational outcomes (i.e. performance and governance cost) in a manufacturer–supplier relationship. Authors of this paper explore...

... mediates the effect of trust on calculative and affective commitment. Research limitations/implications The foundation of long-term inter-firm relationships is quality information exchange, which is based on the development of credibility and benevolence trust, which in turn is based on reciprocity...

...Mercy Mpinganjira; Mornay Roberts-Lombard; Göran Svensson Taking cognisance of the concerns outlined above, this paper aims at examine the relationship between economic satisfaction, non-economic satisfaction, trust and commitment using a sample of large companies in South Africa. In so doing...

... Previous studies have argued that trust and commitment can create value in cooperative relationships. However, this study observed that, in practice, trust and commitment alone may not ensure value creation in asymmetric relationships. Accordingly, this study aims to investigate the mediating role...

...Carlos Ferro; Carmen Padin; Göran Svensson; Janice Payan Purpose – The purpose of this paper is to test a research model in which trust and commitment are mediators between economic and non-economic satisfaction. Design/methodology/approach – The sample for this study comprises a total...